Double Trouble – We’re In A Massive Bubble

Of course, it is hard to know if one is truly in a bubble until after it pops.  And even if you could be sure that you are in a bubble, it is impossible to know when it will pop.  I am considering the signs of a bubble in wondering if we are in one now…..

The crash is now ten years old – does anyone remember anything about it other than how it was really smart to buy at the bottom?

Tax reform makes us all think that money will rain from the sky – and with a $1.5T tax cut, maybe it is raining money?

Bitcoin just hit $14,000 – I mean $16,000 – I mean $19,000 – and most people investing in it don’t really know what it is.  As an aside – and so I can be a humbug – I mentioned in my last Real Estate Philosopher article that if you wanted a good gamble, Bitcoin was a good place due to the Wave of Money still cresting out of countries with difficult political situations.  I admit I love when I’m right…..I hereby am not making any prediction about Bitcoin except that it is going to continue to be fun to read about it every day in The Wall Street Journal.

Stock markets keep hitting records and almost ‘never’ have corrections.  Does anyone even remember when the last bear market was?

Elon Musk keeps getting billions of dollars for money-losing businesses and every time things get worse he just says we’ll invest in something else and the stock goes up.  Somehow Tesla is worth more than Ford or GM.  Really?

For Amazon, the latest article says it will be worth a trillion dollars next year – and, as I have mentioned in prior articles, after one subtracts stock based compensation Amazon has never made a penny.  I think that without the cloud side business, it has lost an awful lot of money, and continues to do so.  It is disrupting the real estate world because it doesn’t have to make money.

Unicorns – supposed to be mythical beasts – are now roaming all over the place, including populating the real estate world.  Most of them lose money and have never made money.

Uber is supposedly worth $60B and (I think I was told) loses money on every trip – and it seems like a lot of parties are now going into the same business.  Indeed, little dinky companies like GM and Ford are going to compete with Uber.

Money gets raised for all sorts of things.  People are eager to invest in startups.

Economists are bullish – I think unanimously bullish – no better indicator of a bubble than that.

Interest rates are still ridiculously low.  No one – and I mean no one – dares to even predict interest rates will ever rise again.  They are permanently low- right?

Everyone knows that the key to success in life is just put your money into index funds and ‘no matter what’ never sell.  Indeed ‘buy on dips’ has been the rallying cry, and only suckers sell any more.

Tax cuts for businesses will propel the stock market dramatically higher.

Employment is at all-time lows but somehow inflation is tame.

Overall there is greed and not fear in the markets.  I mean I admit it myself – I feel, well, “greedy.”  I “feel” like buying Bitcoin and have to restrain myself not to actually do that.  When someone pitches me a tech startup, I “feel” like investing – and, full disclosure, I just wrote a pretty big check only a few days ago into a tech startup.

Also, when I read about a hot stock I “feel” like buying it.  And when a client approaches me about investing in a real estate deal I “feel” like saying yes.

Warren Buffett’s admonition is timely:  “Be greedy when others are fearful and be fearful when others are greedy.”  I bet Warren Buffet is fearful right now.

I ask you as you read this – are your investments in the black?  Are you eagerly looking for the next deal?  Are you stretching your underwriting standards just a bit?  Instead of distressed deals (your original business model), have you now ‘evolved’ to plain old ‘good’ deals?  Or have you further ‘evolved’ from ‘good’ deals to ground up development in order to hit your investment hurdle goals?

Do you remember what happened in 2001?  Many of us got caught up in the idea of investing in companies that didn’t make money.  It happened in early 2001 – Barron’s ran that famous report that showed all of the internet stocks and their cash burn and how many months they had left.  That made clear that the various emperors weren’t wearing any clothes and only about 90 days later it was all over.  Billions of dollars up in smoke and mirrors.

What I always find fascinating is how fast fear turns to greed and greed turns to fear.  If there is a selling panic going on and someone yells ‘this is the bottom’ – then everyone piles in.  And if things go up too high and someone makes clear this is the top, there is a selling panic and everyone piles in there too.  Have you seen the movie Trading Places?

This applies at market tops just as well when someone yells ‘look out below!’

Any day, any week, any month, any year, greed will turn to fear.

Okay, so if I am right, what will happen in the real estate world when greed does actually turn to fear?

The obvious answer is that those who got too far out over their skis will be hurt and those more prudent will not be hurt as bad.

So, I say to everyone “stick to your long-term game plan.”  And don’t do the following:

  • Don’t let the animal spirits in the market change your underwriting.  To those clients who tell me mournfully:  “Bruce – I haven’t done a deal in over a year,” don’t let that push you to do something foolish.  Not doing deals is a moderate level bummer – doing a bad deal is a terrible, awful, horrible bummer that you regret for the (sometimes many) years you are stuck dealing with it – not to mention what it does to your long-term track record.

  • Don’t try to time the market.  You just can’t do it.  The goal should be long-term value creation, knowing that in the short run market swings will help or hurt you.

  • Don’t put yourself in a high-overhead situation where you are pressured to do deals that are not good ones.

  • Don’t rush off to different geographies if the market you really know gets too expensive.  This is consistent with Warren Buffet’s admonition “If you can’t run your own business successfully it doesn’t make sense to then enter a new business you know nothing about.”

  • Don’t ‘hunker down’ – I would never advocate that, as it implies you are trying to time the market based on the theory that it is too high now and it will go lower and, of course, you will know just the right moment to jump in.  Of course, keep on looking for good deals, which are harder to find and/or require different intellectual capital to unearth.

  • Don’t sit by and let the brokers be the ones creating the value.  Instead of hoping brokers – or others – will call you with deals, I advocate that you be the one who “creates” the deals by figuring out a market anomaly – a non-obvious assemblage – a change of use – or another way to “create” the value in the deal.

  • Don’t fool yourself into thinking that it is better to chase higher yields with higher risk.  If you do this, you haven’t really changed the risk profile of your business – it is really the same thing in the end in terms of expected upside.  The goal, of course, is to take advantage of situations in which the risk/reward does not balance but instead tips in your favor.

  • Follow the view that “competition is evil,” and avoid competition as much as possible.  As Michael Porter (and many other great thinkers emphasize) it is much more important to be “different” than to be “better.”

Before this article gets too long, I will end it with a lesson I recall reading after the 2001 market crash.  It was in Barron’s, I think, when someone wrote a piece saying:

“We should have listened to Warren Buffett”

This time around, I don’t counsel hunkering down, but I do counsel not getting sucked in.  Bubbles always pop at some point.

Since I always say one shouldn’t make predictions and then do it anyway, I will make a prediction about what will happen to real estate when the bubble does eventually pop:

Development projects that are in mid-stream will get nailed; however, my sense is that, generally, commercial real estate with cash flowing assets will not get hit that badly and will be one of the ‘best’ places to be when the tide goes out.

Power Niche Marketing: Why Should I Hire You?

Pitching for legal work — or any kind of work — has a lot of subtleties of course. This includes establishing trust and rapport and much more — but ultimately you have to be able to answer a simple question that the prospective client is asking you overtly or impliedly:

WHY SHOULD I HIRE YOU?

If you don’t have a strong, powerful, unreserved, confident answer to this question, you have completely blown it. And I mean completely blown it.

That is what the prospect wants to know. That is what the prospect wants to take away from the meeting and if you don’t have an answer to that question you have missed your chance.

So now I ask you a question: When you prepare yourself for a pitch, do you sit down with a colleague and have the colleague ask you flat out:

WHY SHOULD I HIRE YOU?

And then – play-acting — do you answer it? I don’t mean saying to your colleague, “what you would say,” but actually answering it exactly the way you would say this to the prospect when the prospect asks you this question at the pitch.

If you don’t do that, why on Earth not?

I guarantee that if you do the foregoing play-act, you will be disappointed in how awkward you sound at first. But if you play-act a few times, or a bunch of times, or even a lot of times, you will be impressed with yourself and how incredibly good you sound.

And of even more importance, you might be puzzled at first and wonder why the prospect would in fact hire you. Maybe at first you can’t think of a reason and you will have to really think about it until you do come up with a reason.

In any case, without belaboring this point too much, one way or another you need an answer to this question that is — as I said — strong, powerful, unreserved, and confident.

You may be thinking at this point, I have been to a bunch of pitches and no one has ever actually asked me this specific question, so, Bruce, what are you talking about here?

That is a good question and there are two answers:

The first answer is that the prospect is thinking about this question even if she isn’t actually asking.

The second answer is that the process of figuring out how to answer this question is going to underlie and overlay your pitch meeting anyway. And if you have a strong answer it will come out one way or another during the pitch and resonate strongly to your benefit.

So, to conclude, never — ever — go to a pitch without a great answer to the question:

WHY SHOULD I HIRE YOU?